Jeffrey Gitomer

Jeffrey Gitomer is the author of The Sales Bible and The Little Red Book of Selling. President of Charlotte-based Buy Gitomer, he gives seminars, runs annual sales meetings, and conducts Internet training programs on selling and customer service at He can be reached at 704/333-1112 or e-mail to

Sales Moves

I’m often asked, “Why do salespeople fail?”

When you’re giving your sales presentation, do you really know what the customer is thinking or what they’re asking themselves as you’re presenting?

Last week I wrote about the big picture of what it would take to attract 1,000 leads, both the philosophy and structure of what would create the attraction. I also talked about all the research I did to find “the best time” to tweet, re-tweet, post and take other social actions to get the full measure of exposure. Turns out no one really knows the best time. Pretty interesting.

I have a goal and a plan to attract 1,000 leads in the next 30 days.

What’s the rap on you and your business?

What do you do when you get up every day? Anything to do with your legacy? I doubt it.

Jim Collins’ business bestseller, “Good to Great,” created a revolution in many businesses and an explosion in book sales. The book was adopted, adapted, taught and implemented. In many instances, companies did go from good to great — or at least from good to very good.

Online publications are the rage and the future. They offer amazing value for the publisher, advertiser and reader. They also offer more than significant cost reduction for all three players.

When is a cup of coffee like a sale? When it’s with a customer!

What makes a top performer a top performer?

All outside salespeople have “windshield time” — the time spent behind the wheel, or in some form of transportation, going to and from appointments.

Last year I posted four words on my bathroom mirror: finish, write, shape and yes.

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